Know Your BDM: Dawn Trustam, Funding 365

by: Specialist Lending Solutions

This week Specialist Lending Solutions invites Dawn Trustam, BDM at Funding 365, to share her experiences about the job and how she her earned her nickname through sheer dedication to the role.

How many brokers and broker firms do you cover in your role?
I am a Nationwide BDM (England and Wales), so lots.

How do you successfully organise and deal with business on a daily basis?
With such a large area to cover and no day being the same, time management is crucial. I am very much a “to do list” type of girl, and the top of the list is the priority items. But when my phone goes and I am not in a meeting, taking the call is always priority. I am also very lucky and work with a great team who is always there at the end of the phone should I need anything.

What do you wish brokers understood about your job?
I honestly think that the brokers I work with know what my job entails.

What do you think is the most important attribute in a good BDM?
Communication all day, every day. Bridging is not always the easiest of financing to grasp when it comes to criteria as it really does come down to each deal on its own merits. I am always honest and always work to deliver what is said and never over-promise. This also means admitting when something hasn’t gone right instead of blaming everything around me.

When you’re unavailable to contact via telephone, what’s the second-best way for brokers to get in touch?
I pride myself on the fact that, if you call me and leave a message (sometimes even without a message) you will always get a call back. I may not have the answer, but you will get some form of contact. You can also contact me via email and text.

Another great thing about Funding 365 is that all of our brokers have direct access to our underwriters as well, so if you have an urgent case and need an answer, the 0800 689 0650 – option 1 takes you straight through to them.

We also have a brilliant new sales and marketing executive, Allegra Penny, who I work very closely with and is also always contactable by phone and email.

If you were head of the FCA for the day, what would you change about regulation in the mortgage industry?
I honestly think that they have done a pretty decent job on this, but if I was head for the day I would just want to express the need for a decision. I’ve rung on many an occasion to gain an understanding on something and literally the question is just fired back to me in a different way. It can be quite frustrating when you are trying to gain clarity.

What was your motivation for choosing business development as a career?
When I was young, my father had a market stall where I used to work to earn pocket money. I was told on more than one occasion that I could “sell ice to eskimos” but could also “talk the hind legs off a donkey” so it made sense to go into a role where I can do both and get paid for the privilege. On a serious note though – who wouldn’t be motivated by being able to speak to different people daily, understand what makes them and their business tick and find solutions to actual needs that also help them grow their business. It’s a very rewarding role.

How do you establish and maintain a good relationship with brokers?
Honesty. Everybody thinks there is an element of “blag” with what I do, and that could be the case for some. But I pride myself on the fact that my brokers can trust that what I say or do, will happen. To take the words of one of my brokers, “default Dawn, if we give it to Dawn we know it gets done”.

It’s also about presence. My brokers know that I am available, and if they leave a message I will call them back. A relationship will only grow with what you are prepared to put into it.

And how do you establish and maintain good relationships internally?
Very similar to the above really. We are a small, close knit team and we treat each other with the utmost respect in what we do within the business. Everyone has their own skill set which brings great things to Funding 365. I could never be an underwriter (I would agree every deal!).
Bringing in regular sweet treats helps as well.

What’s the strangest question you’ve ever been asked?
Would I lend on a reptile zoo? Strangely enough we don’t.

And finally, what did you want to be growing up?
I honestly don’t remember, but I’m sure it was the usual ones – ballet dancer, astronaut, princess etc. I do remember when I was slightly older that I thought I would be good as an MMA fighter (Mixed Martial Arts). I did the training, bought the kit and then in my first sparring fight ended up with the biggest black eye which I then had to go into work the next day with. I didn’t think it was such a great idea after that!

You may also be interested in

Keep up-to-date with all the breaking bridging and short-term lending news and analysis, from regulatory changes to product innovation and inside market knowledge. Take a look at our broker and lender case studies showing short-term finance in practice.

Find all the news, opinion and analysis for property finance brokers specialising in commercial and semi-commercial mortgages, alternative and development finance for commercial investments in residential projects.

Whether it’s a complicated asset or a complex customer, you’ll find out all the breaking buy-to-let news in this section. From limited companies to portfolio landlords, student lets to a House in Multiple Occupation, we’ve got all bases covered with our up-to-the-minute news, analysis and opinion.

Specialist Lending Solutions Newsletter Sign up form

For just two minutes of your time, you can register for premium access

Access to exclusive content

Priority event notifications

Business information tailored specifically to your business needs

Engage in interactive commenting

Mortgage Solutions Newsletter

You may also be interested in the Mortgage Solutions newsletter. All the latest news, analysis and insight from the mainstream residential lending market. Including industry news, adviser business strategy tips and market commentary.

Email address

First name

Surname

Postcode

LOGIN

please sign-in using your email and password

Success....

Please enter your email address and we will email you a link where you can change your password.

Premium access

Register to gain access to MortgageSolutions.co.uk for the latest news analysis, interactive comment, industry video and features, all at your finger tips. Vote in our polls, get your opinion across on the news and watch out for our weekly editorial round-up features.

Delegate places are free of charge, subject to approval by the organisers based on job criteria

Registered delegates have access to the seminars where applicable. You will be given an identification badge, which must be shown upon request.

Once you have registered and your application has been accepted, then you are expected to attend. If you are subsequently unable to attend, please make sure your notice of cancellation is sent at least three weeks prior to the date of the event.

All cancellations must be received in writing. You will receive confirmation of your cancellation. Suitably qualified replacements may be sent if you are unable to attend; however, the organisers must approve them before the event takes place.

Should you be unable to attend, a substitute delegate is always welcome, subject to confirmation by the organisers and on receipt of the change in writing.

AE3 Media reserves the right to change the programme, speakers, dates or venue at any time, without notice. Should for any reason the venue or speakers change, or the event be cancelled due to an act of terrorism, extreme weather, disease control, industrial action, act of God or any eventuality beyond the control of AE3 Media, we shall endeavour to reschedule; but the client hereby indemnifies AE3 Media and holds AE3 Media harmless from and against any and all costs, damages and expenses, including legal fees, incurred by the client.

AE3 Media will not be liable for damage, loss, injury, accident, annoyance, delay or irregularity, which occurs by reason of any act or default committed by any person or company.

UK law shall apply to any claim against AE3 Media and all proceedings shall be within the exclusive domain of the UK Courts.

The signature of the delegate/visitor or his/her duly authorised agent on the registration form shall signify the delegate/visitor's acceptance of the above conditions and the same shall bind both parties to this contract.